Sales Training Series #11

Insights from recent trainings

Welcome back to another Sales Training series!

These posts are intended to give you insight into what it’s like to train with me while providing actionable tips you can use in your day to day.

Note: I intentionally keep the descriptions of my clients vague for privacy reasons.

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Reading between the lines

The common problem I see with selling “business coaching” types of offers is:

The root cause of the prospects problem isn’t some technology that needs to be updated/replaced.. but rather the root cause is the prospect.

More specifically, the prospects lack of knowledge of how to scale their business and/or their ability to execute is the root cause of their problems.

They are the problem.

How do you solve for that?

You sell to aspirations and the pain of not getting to their goal.

A common scenario we heard in my clients calls was:

Prospect: I’ve always wanted to scale this business but I don’t know where to start.

And the seller would respond: What part of the process causes you the most headaches?

Not a bad question but the response would often be:

Prospect: all of it honestly

Now where do you go? You’re stuck.

I advised my client to reframe his question and save it for later. Here’s the new question: